Commercial Manager

at  Associated British Ports

Date: 13 Sep 2024
Location: Immingham, Humber, GB
Company: ABP
We’re the UK’s largest ports operator with a network of 21 ports around Britain. We handle around one quarter of the UK’s seaborne trade and contribute £7.5 billion to our economy every year.
It’s a story we’re proud of but it doesn’t end there. We’re transforming our business and embracing the future.
We offer a vast range of roles spanning the UK, all rooted in a culture that welcomes diversity, fosters talent, encourages internal movement and progression, and places safety as our number one priority.

We are now looking to appoint a Commercial Manager into our Commercial Team to support the growth of ABP’s revenue and EBITDA in the Humber region through sales excellence, execution and new business development. If you are driven by sales targets, have a growth mindset, are financially savvy and can demonstrate commercial skill, then this could be the role you’ve been looking for. Here’s what you’ll be doing:

• Comply with ABP’s Health and Safety Policies and Procedures with a pro-active approach to safety.
• Identify and develop new business opportunities and work to convert these to maximise EBITDA growth and customer satisfaction.
• Actively lead and take ownership of all matters related to customer accounts, ensuring input is sought from other functions in order to meet revenue and volume growth.
• Negotiate commercial agreements in conjunction with the Head of Commercial & Sales and with support from other members of the team and Head Office legal department.
• Handle existing commercial agreements in relation to performance and pricing on a structured basis, and in conjunction with regular review meetings with the customer.
• Actively assist with the development and maintenance of commercial systems (CRM), metrics and reports.
• Develop and manage EBITDA generating capex schemes with the support of Projects team.
• In conjunction with Head of Commercial & Sales prepare Board Papers and complete financial back checks, as required, to ensure that commercial prospects receive approval and are in line with customers’ expectations and the company’s financial targets.
• Participate or lead in ABP Industry Teams and develop new opportunities and partnerships in relevant sectors to ABP Humber.
• Promote the Humber ports and ABP’s national portfolio of ports, by developing and maintaining strong networking links with key stakeholders.
• Support the creation of all regional, or group, marketing material, website content; production of customer, regional and corporate communications and social media activity according to shared Group and regional objectives, ensuring Group branding guidelines are followed.
• Advise on developments within the ports industry and in particular competitor ports.
• Collaborate with Group Business development team to identify and capitalise on new market opportunities
• Support the Head of Commercial & Sales in the full and successful implementation of the Group Commercial Strategy, i.e. Key Account Management, Industry Teams and Port Strategy Days.
• Bring an entrepreneurial approach to the search for new business supported by a positive “can do” approach.
• Liaise with other ABP ports and Head Office on commercial matters which may affect either or both parties.
• Be alert to opportunities for UK and European Grants which the Company may be eligible for.
• At all times to act as an ambassador for ABP, clearly living and demonstrating the Company’s Vison and Values.

• Comply with ABP’s Health and Safety Policies and Procedures with a pro-active approach to safety.
• Identify and develop new business opportunities and work to convert these to maximise EBITDA growth and customer satisfaction.
• Actively lead and take ownership of all matters related to customer accounts, ensuring input is sought from other functions in order to meet revenue and volume growth.
• Negotiate commercial agreements in conjunction with the Head of Commercial & Sales and with support from other members of the team and Head Office legal department.
• Handle existing commercial agreements in relation to performance and pricing on a structured basis, and in conjunction with regular review meetings with the customer.
• Actively assist with the development and maintenance of commercial systems (CRM), metrics and reports.
• Develop and manage EBITDA generating capex schemes with the support of Projects team.
• In conjunction with Head of Commercial & Sales prepare Board Papers and complete financial back checks, as required, to ensure that commercial prospects receive approval and are in line with customers’ expectations and the company’s financial targets.
• Participate or lead in ABP Industry Teams and develop new opportunities and partnerships in relevant sectors to ABP Humber.
• Promote the Humber ports and ABP’s national portfolio of ports, by developing and maintaining strong networking links with key stakeholders.
• Support the creation of all regional, or group, marketing material, website content; production of customer, regional and corporate communications and social media activity according to shared Group and regional objectives, ensuring Group branding guidelines are followed.
• Advise on developments within the ports industry and in particular competitor ports.
• Collaborate with Group Business development team to identify and capitalise on new market opportunities
• Support the Head of Commercial & Sales in the full and successful implementation of the Group Commercial Strategy, i.e. Key Account Management, Industry Teams and Port Strategy Days.
• Bring an entrepreneurial approach to the search for new business supported by a positive “can do” approach.
• Liaise with other ABP ports and Head Office on commercial matters which may affect either or both parties.
• Be alert to opportunities for UK and European Grants which the Company may be eligible for.
• At all times to act as an ambassador for ABP, clearly living and demonstrating the Company’s Vison and Values